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3 RESEARCH FIRMS SALES PROS NEED TO FOLLOW ON TWITTER

Research_2_-_340_shadowThe effectiveness of sales techniques can vary between industries and gatekeepers, but there’s nothing quite like the backing of hard numbers and figures.

Using the latest statistics and research data to back your offer will greatly improve the effectiveness of your sales pitch.

Sales professionals have a lot to gain from using statistics and research data. It brings together context and presentation options into the mix to solidify your customer’s business opportunities and return on investment.

Here at SalesFitRx, I understand that sales pros are always on the move and don’t have the time to conduct surveys or manage data points. Which is why I’ve created a list of 3 research groups to follow on Twitter for access to the latest research across a multitude of industries:

Sirius_Decisions_Icon_170x170Sirius Decisions – Follow @SiriusDecisions on Twitter
Sirius Decisions makes actionable intelligence and guides on topics pertaining to B2B Marketing, Sales, and Product Leaders who want to drive the growth of their business.
Sirius Decisions uses holistic methodologies in their research, observing every facet of complex systems to find the true flow of a business process.
The group creates fact-filled blog posts, slide decks presentations, and webinars to showcase their findings. This variety in display options makes it easy for salespeople who need to understand complex issues information quickly.
Sirius Decisions posts frequently on their Twitter page with an average of 5 postings a day. They keep their Twitter followers in the loop of their upcoming massive research projects and worldwide webinar sessions.
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Aberdeen_Group_Logo_170x170Aberdeen Group – Follow @AberdeenGroup on Twitter
Aberdeen Group covers a wide range of industries and topics with a focus on the business practices that gives top performing companies. The group reviews the effectiveness of specific techniques, tools, organizational decisions, and business focuses for a comprehensive assessment on what works.
Research conducted by the Aberdeen Group comes in the form of highly-detailed white papers. Aberdeen Group is also transparent in the way that they conduct their research, providing multiple perspectives in how to interpret data sets given by companies.
The group’s research is perfect for salespeople who want an in-depth understanding of tools and business practices that have proven to work in the field by top performing companies.
Aberdeen Group is highly active on their Twitter page with nearly 10 postings a day. The group also responds to questions and comments tweeted to them, making them one of the more interactive groups on Twitter. ­The majority of their tweets are links to their latest research, keeping followers well informed on the most successful best practices.
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Forrester_Icon_170x170Forrester Research – Follow @Forrester on Twitter
Forrester Research is one of the largest research firms on Twitter with over 328 thousand followers. The group focuses their research on Marketing & Technology business processes.
Forrester Research gathers data from more than 500,000 consumer and business leaders worldwide for massive annual surveys and industry-wide research projects.
The majority of Forrester Research’s information comes in the form of reports with less emphasis on narratives and more on compact factoids. Forrester Research specializes in business performance analysis for unexplored opportunities. Their information is better suited for decision-makers and managers who are looking for new potential to growing business.
Forrester Research publishes over 10 posts on their Twitter page a day. Forrester Research also actively publishes detailed visuals with nearly 3 image postings a day from their speaker series and events.

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Keeping well informed on the happenings of your clientele’s industry trends is a solid business practice for any level of salesperson. Not only does it strengthen your sales position, but it allows you to tune your strategy directly to the needs of the customer.

Contact me today to learn more about how to find more selling time, through award-winning technology, in your weekly schedule: Karl.Gustafson@salesfitrx.com

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[RESEARCH] EXCEED YOUR SALES GOALS THROUGH THESE SMALL STEPS

Blog_-_Small_Steps_4-13-15_small_shadowThere are a lot of researchers out there researching a lot of things. Did you know there’s been quite a bit of research into why certain songs get stuck in your head more than others?

Those songs (a.k.a. earworms) have nothing to do with this post. I promise.

What I would like to share with you comes out of some helpful research performed at Wharton (“The Small Steps That Have a Big Impact on Achieving Goals“). Although this study is not about sales per se, there are some excellent elements we can extract and apply to the work we do in sales every day.

In the video embedded below, listen to Katherine Milkman discuss the examples of how using prompts [or nudging] and bundling can help you bring about new and healthy patterns in your life in relatively painless ways:

One of the key takeaways is explained well in this portion of the article:

The key takeaways are a number of tools that you can use to try to help yourself or help others follow through on their goals. One key takeaway is that whenever you want to help somebody follow through on a goal, one thing you should do is actually prompt them to think about exactly when and where and how they will accomplish that goal.
By prompting them to think through those things, even if they do it privately and don’t ever tell you their plans, you can help them reduce the likelihood that they will actually forget to follow through because now there is this cue embedded in their memory that is going to trigger the recollection, “Oh, this is when I’m supposed to … this is the moment I said I’d do it.

By scheduling these nudges, or when we assign reminders to specific objects or events, we can be far more effective in making positive changes in the work we do and in the life we live apart from the office.

The other takeaways are also worth reading and finding application moments in your life to bring about goal achievement at the office, at home or anywhere else you want to grow more into the person you’ve always desired to become.

QUESTION ::: What do you want to change in your life? Considering these finding, how can you plan small steps to change and grow in the right direction? …and what song is currently stuck in your head?

Let’s talk about it…

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

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FRIDAY SALES GROWTH LINKS: DISTRACTIONS, METAPHORS & COACHING IN THE MOMENT

Friday_Sales_Links_small_shadowCome back and visit this blog every Friday for my Friday Sales Growth Links feature:

TACTICS & EXECUTION :::

TheSalesBlog.com
Eliminate Distractions And Do Good Work
This is an excellent reminder to be a good steward of the limited time you have each day. Increase your selling time by remembering how good things become bad things when they take the place of the best things.

JillKonrath.com
[INFOGRAPHIC] Words That Sell: Using Metaphors to Drive Sales

An effective metaphor can definitely assist you in getting closer to “Yes.” This infographic from presentation and sales specialist Anne Miller, along with the list of scenarios offered by speaker/author/sales specialist Jill Konrath, give you a lot of helpful direction and ideas in about 60 seconds of your time.

RESEARCH :::

Harvard Business Review
SteveWMartin.com

What Top Sales Teams Have in Common, in 5 Charts
HBR.org offers a concise article from the results of this extensive research. It’s good information to know and hold up against the traits of your own organization. You may very well have some low-hanging fruit ready to harvest.


TRAINING :::

BillCaskey.com
When To Coach In The Moment

I believe too many opportunities for coaching sales professionals are lost when you fail to coach individuals in the moment. There are times for this kind of coaching and other times when scheduled coaching meetings are best. Listen to this audio blog post, from Bill Caskey, to learn more about when to stop in the moment and strengthen your team one member at a time.

Openview Labs
Sales Training Is a Line Not a Dot
Too much of what is learned in training is lost within the first 30 days following training sessions. Daniel Chalef offers an approach to help that knowledge and understanding stick with trainees longer. I can see this being effective in many organizational situations.

>>  View past posts for Friday Sales Growth Links  <<

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

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